Microsoft Word - What Sales Winners Do Differently Article

What Sales Winners Do Differently Our new 2018 Sales Performance Benchmarks research reveals that most often the difference between the winners and those who finish second is the ability to execute a sales strategy. The absence of good sales execution is the biggest barrier to high performance and the cause of most of the disappointments that are mistakenly attributed to other causes. Our research reveals that sales execution must be part of every bank’s sales culture. It is the missing link between aspirations and results. As such, sales execution is a major – indeed, the major – job of a great sales leader. To find out what sales winners do differently Performance Insights requested data from over 205 banks. The data requirements included 25 key performance metrics and financial outcomes for a period of 3 years; sales goals; and incentive compensation. After screening the data for accuracy and completeness we accepted data from 80 banks (almost 1,200 teams of commercial and business bankers). After months of analysis and hundreds of interviews with winners, Performance Insights is announcing it’s 2018 Sales Performance Benchmarks & Playbooks for Business and Commercial Banking – for the tenth year in a row. The benchmarks compare the Top 20% to the Middle 60% and Bottom 20% - and for the tenth year in a row, the Performance Gap continues to grow wider.

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